Director, Marketing Operations

Responsibilities

• Insights: establish a trusted framework for marketing impact
• - Lead the cross-functional pipeline council as a core, ongoing responsibility: surface shortfalls against plan, run and measure experiments, and force prioritization conversations with GTM leaders.
• - Implement and govern an attribution model that accurately credits marketing channels and campaigns for developer adoption, pipeline generation (workload and new business), and revenue.
• - Extend attribution to open-source signals specifically: tie OSS engagement (self-hosted usage activity, developer adoption) back to accounts and pipeline, alongside paid, owned, and event channels.
• - Define and maintain the canonical funnel definitions from awareness through pipeline generation (e.g. S1 New Business Opportunity), coordinating with GTM Analytics on datasets and dashboards.
• - Use AI-driven analytics and signal processing to surface insights faster and reduce dependence on manual reporting.
• Process: maximize conversion from signal to pipeline
• - Own the processes that drive pipeline: scoring models, automated routing logic, and SLA standards from first touch through pipeline conversion — including BDR-specific workflows and handoff processes.
• - Serve as the operational backbone for the BDR function: support tooling, sequencing, lead flow, and performance reporting to help the BDR team run efficiently and hit pipeline targets.
• - Establish feedback loops across the pipeline generation process, including rejected lead handling, automated alerts for missed SLAs, and stakeholder feedback.

Requirements

• 8–10+ years in marketing operations in a high-growth B2B SaaS company, including experience managing people and/or outside vendors or agencies.
• Proven, hands-on experience implementing AI-native solutions in a marketing or GTM operations context — building agentic workflows, deploying AI-native MarTech platforms, or automating complex processes with LLM-based tooling. Using AI tools day to day is table stakes; we're looking for someone who has built with them.
• Experience supporting or partnering with a BDR or SDR function, including tooling, sequencing, and pipeline reporting.
• Experience with developer-first motions and open-source software are preferred.
• Deep, hands-on proficiency in Marketo and Salesforce, including campaign builds, lead lifecycle configuration, and Marketo-to-SFDC sync behavior.
• Experience designing and governing attribution models and funnel definitions in a consumption or usage-based business is a strong plus.
• Working knowledge of the broader GTM stack (enrichment, intent data, Outreach or similar sales engagement tools) and how it integrates around a CRM.
• Familiarity with data privacy and compliance practices (GDPR, CCPA, CASL) as they apply to lead handling and list management.
• A track record of building automation and process improvements that meaningfully reduce manual, repetitive work — and a genuine bias toward agentic approaches over headcount or agency expansion.
• Comfort operating with imperfect data and evolving definitions, and the judgment to prioritize systematic fixes over one-off requests.

Preferred

• Experience with developer-first motions and open-source software are preferred.
• Experience evaluating and migrating to AI-native marketing automation platforms (e.g. Conversion, Inflection, or similar) is a strong plus.